Senior Technology and Strategic Alliances Partner Manager

Introduction

Optimizely is seeking an experienced and driven Senior Global Alliance Manager to lead our strategic relationship with Microsoft. This high-impact role is responsible for driving global alignment across joint initiatives, co-sell motions, marketplace strategy, and go-to-market (GTM) execution with Microsoft. The ideal candidate will bring deep expertise in the Microsoft partner ecosystem, a proven ability to accelerate revenue through strategic alliances, and the ability to engage cross-functional teams at all levels of the organization.

Job Responsibilities

• Strategic Relationship Management: Build and manage executive-level relationships with Microsoft stakeholders across global partner, field, and industry teams. Act as a trusted advisor and single point of contact for all aspects of the Optimizely-Microsoft partnership.
• Joint Business Planning & Execution: Lead the development of annual and quarterly joint business plans, including pipeline targets, solution priorities, and aligned objectives. Drive the execution of GTM campaigns and joint customer engagements that accelerate pipeline and revenue.
• Field Co-Sell Enablement & Orchestration: Establish and scale co-sell engagement between Microsoft and Optimizely regional sales teams. Drive partner-sourced and influenced opportunities, including opportunity registration, account mapping, and sales alignment across priority regions.
• Microsoft Commercial Marketplace Strategy: Champion Marketplace adoption by promoting transactability, private offers, and co-sell ready solutions. Guide internal sales teams on how to leverage Marketplace to accelerate deal cycles and access committed cloud consumption budgets.
• Operational Excellence: Define, document, and continuously improve partner management processes, including opportunity tracking, performance metrics, and reporting using Partner Relationship Management (PRM) tools. Ensure data integrity and visibility into partnership activities.
• Collaboration with Internal Stakeholders: Coordinate closely with Optimizely’s sales leadership, Partner Development Managers (PDMs), marketing, product, and customer success teams to align partner efforts with strategic objectives and regional goals.
• Executive Reporting & Insights: Deliver regular performance reviews and executive updates that highlight key wins, pipeline progression, co-sell KPIs, and strategic initiatives. Provide actionable insights to inform senior leadership decisions.
• Strategic Alignment with Hyperscaler Programs: Align Microsoft GTM strategies with Optimizely’s broader hyperscaler and Strategic Global Partnership program. Drive joint value creation through integration with key Microsoft programs such as Azure IP Co-Sell, AI Cloud Partner Program, and Industry GTMs.

Knowledge and Experience

• 7+ years of experience in partner management, alliance leadership, or business development, preferably with a focus on Microsoft or other hyperscaler ecosystems
• Deep knowledge of the Microsoft partner landscape, including Azure GTM motions, Marketplace, and Co-Sell programs
• Proven ability to drive revenue and influence field sales through strategic partnerships
• Strong communication, collaboration, and executive engagement skills
• Experience with partner management tools (e.g., WorkSpan, Partner Center, Salesforce)
• Bachelor’s degree required; MBA or equivalent business experience preferred